Success, together

Why NAIFA producers choose Ohio National

“Working with Ohio National has transformed my practice from primarily investments to a practice looking at the bigger picture with a balance between life insurance and investments. Ohio National has the life insurance products that fit my clients’ planning needs, which allow them to have access to both cash accumulation and distribution strategies that many of them are looking for.”

Dan Girard, LUTCF

Affiliated with Ohio National since 2011. Company awards and honors include three Council of Honor qualifications; five-time Wall of Fame Member. Treasurer and Board Member for NAIFA Massachusetts; Past-President, NAIFA Central Massachusetts; 12-year Qualifying and Life MDRT Member, Top of the Table.

“After deciding to change direction in my professional practice in 2015 from a captive multi-line practice to financial and retirement planning exclusively, I chose Ohio National because of its team of experts and their exemplary solutions to my clients’ financial needs. Great products and even greater people!”

James VanHam

Affiliated with Ohio National since 2015. Company awards and honors include one Council of Honor qualification; Wall of Fame Member; Leading Agent (Career Top 25). Current NAIFA National Trustee; Past-President, NAIFA Illinois; Past-President, NAIFA Du Page; 13-year Qualifying and Life MDRT Member.

22 Industry Trailblazers

Winners of the Four Under Forty Awards represent NAIFA’s most promising members under the age of 40. Find out how these four individuals have made reputations for themselves at a young age.

—Julie Knudson, Nick Fortuna, Jean Feingold and Ayo Mseka

Feature

29 Sales Ideas That Work

In this article, we have rounded up a few of the most proactive advisors in the industry to share their prospecting, marketing and sales tips. The strategies they have used to build their practices might be just what you need to build yours.

—David Appel, Gregory B. Gagne, Jeff Fleischman and Edward C. Auble

Feature

Time-Saving Techniques You Can Use Today

These proven techniques will help you identify common time wasters, eliminate distractions, and learn how to make the most of an asset you can’t replace—time.

—Leland Davis, Danny O’Connell, John Enright and Bob Arzt

A QUESTION OF ETHICS

11 The DOL Fiduciary Rule and Conflicts of Interest

The DOL’s recent fiduciary rule encourages us to think about conflicts of interest when serving our investment clients.

—Frank C. Bearden, Ph.D., CLU, ChFC

MANAGING YOUR PRACTICE

12 Our Value Proposition

We help clients IDENTIFY risks, DEFINE strategies to manage those risks, EXECUTE solutions and ADJUST periodically.

—Joe Campanelli, RICP, LUTCF, REBC, CLTC

13 Conversations That Empower Clients

These questions will show your clients that you are capable of helping them grow and protect their wealth.

—Kurt Shallow

LIFE INSURANCE

15 Making the Most of LIAM

Now is the perfect time to raise awareness of the importance of life insurance.

—Jeffrey Fleischman

16 Three Reasons to Consider Cash Value Life Insurance

Cash-value options merit discussion in terms of the potential for asset accumulation and flexibility that contributes to estate planning.

—Brett W. Berg

ANNUITIES

17 Using Fixed Annuities to Meet Your Clients’ Investment Goals

Here are some ways you can use fixed annuities to help clients reach their investment goals.

—Rich Lane

EMPLOYEE BENEFITS

20 Employers Want Guidance about Voluntary Benefit Options

Survey shows potential opportunity for experienced advisors to expand their financial practices.

—Ayo Mseka

PROSPECTING

43 Using Facebook to Grow Your Business

When used properly, this powerful tool can bring you new and repeat business.

—Toni Harris

SALES IDEAS

45 Properly Preparing for a Closing Appointment

Before the meeting with your prospects, carefully map out the conversation points you should have with them.

—Dan Finley

Your clients have worked hard. And now, as retirement approaches, they need peace of mind that their funds will last as long as needed and they can enjoy all they’ve worked for. They look to you for answers.

Mutual of Omaha’s MutualCare® Solutions portfolio provides client-friendly solutions such as:

• Cash benefits with no elimination period

• Inflation protection options as low as 1 percent

• Calendar-day elimination period

...and much, much more!

No matter what falls in their path, LTCi will keep them going in the right direction.